dealer's website, more than 79% go directly to the dealership and do not contact the dealer in any way prior to arriving at the store. These "Eighty Percenters" have been thoroughly researched and this overwhelming majority of car buyers are well understood. The 19% to 21% that do contact the dealer prior to arriving at the store and buying a car... Would you like to guess how many use the Phone, versus filling out a lead form, versus both?
The information is readily available, and the results have been made public by JD Power, Capgemini, Forester and others. When you really disect the varying levels of impact driven by digital marketing for online versus offline buyer behavior, the net impact on offline buyer behavior is AT LEAST 400% more significant than all the things that happen while the customer remains online. This revelation, which is so highly avoided by most of us DM professionals, gives a whole new level of significance to Tim Jennings famous message to all his customers; "get off the mouse and out of the house!".…
hen I can more directly answer your question. Our model is predicated on dealers only paying for leads that result in a sale. This pay for performance model assures TC sends our dealers the highest quality leads. Unfortunately, in some states this model, as Jason states, is unlawful. Consequently, we have dealers in some states that we require DMS access for sales matching. In subscription model states this is not a requirement.
These high quality leads come from USAA, AAA, American Express and over eighty additional member groups who entrust TRUECar with their members information. We send this information to our dealers and the reason we access the dealers DMS is to match the customer information provided to our dealers with actual sales. I hope this response adequately answers your question. Now, I am off to band practice!! :) …
nt protection etc. was all put on before the car appeared on the lot with the ADMU sticker that added up to 1500.00 to the monroney sticker. And when interest rates were high and dealers offered lower rates the buy down was listed and added even more.
Some of the larger dealers had an aftersell manager who would sell these things and as in-house financing grew this job went to the finance manager. Today at most dealers, the finance manager sells the financing and has a menu that offers extended warranties, gap and other things which vary from dealer to dealer.
Everything is cyclic and when times are good I think you see this practice increase. Today from selling the vehicle to the menu being offered in the finance office some dealers may believe that it is better to have the addendum as a fixed charge thinking there will be less push back from the customer.
Salesmanship is the foundation of any commission based sales organization. But because of the compensation in all but a few dealerships do you find true salespeople--this could be another reason for addendums today but another much needed discussion entirely.…
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